21 Reasons Web Video is the Key to Your Association’s Future

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By Stuart Meyer

In many ways, the history of associations up to present day has been built upon information.  Think about it, trends, best practices, education, professional development, standards, research data and more.  For many decades our members and the rest of the world has looked to our association for information.

Today, information is everywhere and associations often find themselves getting lost in the ocean of noise.  The future of associations will be assured not merely by our highly credible body of knowledge, but most importantly by our ability to be a visible constant in effectively communicating and connecting our knowledge to our crucial audiences.

Of all the traditional media communications channels, video presents the potential to be the most engaging of them all.  Yet most associations are ignoring it’s powerful importance and long-term potential.  Ready to catch up?  Here are 21 crucial opportunities you are missing out on if your association is not currently planning it’s web video and web TV future:

1)  A Deeper Level of Engagement:  Compelling video-based content can evoke emotional-based economic decisions in ways few other mediums can accomplish as it helps members identify with the faces and stories behind the association’s mission, reflecting upon their own professional belief-system.

2)  Advocacy from the Front Line:  Creates a more powerful medium for stakeholders to not just hear about issues, but to immerse them in the experience, the lives and stories behind the issues.

3)  Rise Above the “Noise”:  As with advocacy, original programming creates a window into the public-interfacing side of the association’s mission which can capture attention like no other medium

4)  Increase Brand Visibility and Equity:  A story-driven association internet TV network can become a powerful branding platform for associations given the ability to inspire hearts and minds with compelling video content and create a quasi-“celebrity” good of the order feel.

5)  The Next Best Thing to Human Interaction:  The only communication medium more powerful than compelling multi-sensory video is recurring one-to-one human interaction.

6)  Traditional Media Regularly Searches Web Video:  Original programming creates a cross-over vehicle for direct use or heightened attention from traditional media networks.

7)  The Most Powerful Integrated Media Channel:  Compelling video-based content can be the primary communication medium and used as a secondary reinforcement/supplement  to other types of traditional media.  For example, video-based point-of-view (POV) stories could be used to illustrate a publication or journal article bringing the association mission “to life”.

8)  Build Targeted Channels Around Audience Segments:  Based upon member segmentation, an association internet TV broadcast network creates the opportunity to group narrower content into a series of channels with content focusing on each audience segment, such a student-focused channel.

9)  Capture the Heart… and Mind:   Member research almost always reveals a commitment to the higher association purpose in the decision to join and retain.  Beyond practical value, utilizing compelling video-based content can strengthen members’ emotional connection to the association in a way few other mediums can accomplish.

10)  Cross-Marketing:  Channel-based series and  programming creates an enticing “entry-point” for cross-promoting all other benefits, activities and opportunities within the association.

11)  User-Controlled Interactive Video:  Video-based technologies enable content producers to embed links and additional content within the viewing experience allowing the audience to “take additional action” or engage in transactions or conversations while still watching the primary video content, including the launch of web browsers.

12)  One Minute of Video is Worth 1.8 Million Words:  The mass medium of video enables associations to make compelling connections with hearts, minds and belief-systems like no other.

13) A Conversation Starter:  Compelling video-based content storytelling is a great conversation starter for ongoing dialogue via social media channels OR media-integrated interaction.

14)  Mobile Reach Beyond Association Walls:  Channel-based video content can reach the full spectrum of members and stakeholders via minimal investment of time/attention.  Further, internet-based programs become portable for easy aggregation across a wide spectrum of platforms and sites.

15)  A Long Media Shelf-life:  Unlike the limited shelf-life of publications, journals, earned media and other media tools, channel series and programming can be utilized repeatedly over time.

16) Watch Anytime, Anywhere:  From living room internet-equipped TVs to tablets, smart phones and PCs, it’s never been easier to build media channels and distribute video-based content.

17)  Non-Dues Revenue: The association broadcast TV network, channels and programming generates new opportunities for advertising and sponsorship.  While programming requires a one-time expense to produce, it has the potential to generate revenue for years to come.

18)  ROI (Return-on-Investment) & COI (Cost-of-Inaction):  With an internet-based broadcast channel’s ability to cross-promote the entire spectrum of activities within the association, ROI models should be set up to measure corresponding activity across the spectrum, well beyond the ability of traditional PR, paid advertising and collateral… all in addition to direct response measures and video platform analytics.

19)  New Strategic Sponsorship Opportunities:  Partner with sponsors to offset or cover the entire cost of development/production and creates an unprecedented level of brand-integrated positioning for strategic sponsors.

20)  Reasonable Production Costs:  With the rise in passionate creative talent and the decrease in technology cost, production and development is affordable by comparison to print publication, PR and advocacy programs.  Internet TV broadcast network creates the opportunity to group narrower content into a series of channels with content focusing on each audience segment, such a student-focused channel.

21)  Search Engine Optimization (SEO):  YouTube is the second largest search engine on the web and Google owns YouTube.  The Google search algorithm presently prioritizes YouTube video content on page one of search results.  I have one client who received a total of three page one Google search results simultaneously for an important keyword based on a video series we produced for them.

 

SM_12-4-12_edited-2With 14 years of association experience matched by a lifetime of creative experience in music and film, Stuart Meyer is President and Founder of Social Frequency Media Communications.  Social Frequency provides turnkey broadcast digital media development, platform and production solutions for associations, non-profit and business organizations.  Stuart can be reached at stuart(at)socialfrequency.net or by visiting www.socialfrequency.net 

January 11, 2015 at 10:20 am Leave a comment

What’s Really Standing Between Associations and Their Future

by Stuart Meyer

As an association blogger, I prefer to wait for those times when I really have something to say rather than constantly feed the information abyss with posts simply for the sake of generating posts.  I guess it doesn’t make me much of a self-promoter but that’s okay with me.

I’ve worked as an association executive on the organization side for eight years, as a volunteer leader/writer/presenter/research participant within our industry and as an industry partner from the “evil dark side” for the past five.  During this time, I’ve also had the privilege of working closely with a number of high profile successful entrepreneurs and business owners who have been responsible for building successful multimillion dollar companies from the ground up.

I’ve spent a great deal of time looking at our industry and organization from the “inside/out” and “outside/in”.  I’ve closely observed the perceptions that associations have of the outside world beyond the walls of the association matched by the perceptions of those residing outside those walls have pertaining to associations.

The conclusion… I believe the biggest issue standing between associations and their futures just might be associations themselves.  I guess that might have gotten your attention.

Now, it is not my belief that executives and volunteer leaders are purposefully seeking to stand in the way of progress nor am I questioning the surplus of good intentions which exist within every headquarter, email, conference call, hotel meeting room, cocktail reception and convention center across the country and around the world.  I love the association world and share the same commonly held belief that our world is made a better place each and every day because of the work we do.  However, as with any relationship in life, love is not always enough and perhaps its time for our industry to seek a little bit of counseling.

Below are my thoughts on the many ways associations are standing in the way of their futures.  You’ll begin to notice the interrelation between all of this issues as they often have a cascading effect.  Perhaps you’ll recognize one or two.

Fear:  In my days on the association-side, I was constantly amazed by the amount of fear which exists within such well-meaning organizations.  Fear of top leaders, getting “sideways” with the Board and the drive to cover one’s backside.  Fear destroys creativity, collaboration, innovation, productivity, relationships and good decision-making.

Ego:  We’re all guilty of keeping our ego in check from time-to-time.  Let’s face it, our ego is rooted in our self-esteem and as humans we’re bound to have bad days and experiences which either consciously or subconsciously propels our ego ahead of our judgment either in the moment or somewhere down the road.  I’ve seen energetic hard-working young executives AND volunteer leaders move up to become ego-driven top-level executives and leaders, often forgetting where they once stood.  All those visionary ideas and inspiration replaced with endless banter about airline lounges, entitlement and the questionable necessity of endless miles of travel.

In a former life, I served as a political campaign strategist working with a number of first-time challengers for the state legislature.  When I would consult with them, I’d often emphasize that when they won office they should keep two pictures next to their phone.  First, a photo of their constituents so they would never forget why they’re sitting there and second, a photo of their family so they always remember what is most important in life.

Business-as-Usual:  We over-emphasize our obsession with the status quo and ways we’ve always done things within our associations.  Every year, as association executives we go through 360 and performance review processes to ensure we’re either “meeting or exceeding” expectations, playing well with others and living up to our full productivity potential.  Yet, how often do we review activities, programs, resources, benefits, procedures, publications, committees, sub-committees, working groups and task forces to assess whether we should continue or discontinue.  Most likely, your association has a well-documented strategic planning process, but how many have a process designed to determine all things we should have stopped doing yesterday?

It’s amazing how much “volunteer” activities can cost in terms of dollars and resources.

The Marginalizing Role of “Chief Executive Servant”:  My hope is this point has already received a spirited “Amen” from those working as top-level chief executives within associations.  In the for-profit world, the role of CEO is geared providing the leadership, vision and strategy which will propel and grow the organization.  Largely, these unique talents are not only valued and utilized, but used as performance and compensation measures.  However, in associations, being a top-level chief executive is often diminished to agenda-creator, note-taker, reservation-maker, bill-payer, tight-rope walker and executioner.

With the vast amount of experience, talent and intelligence within our deep “pool” of association executive talent out there, it’s a colossal missed opportunity and misuse of dollars and resources when associations reduce the role of their top executive talent to a relationship of master and servant.  

Self-Preservation:  When we attempt to function at a high level in an environment of fear and servitude, as differentiated from the more positive attribute of serving others through our talents, our motivation can quickly shift from an open place of freedom and creativity to a small box of self-preservation.  As professionals, we want to go out and do great things and often assume we’ll earn the freedom to do so.  At the same time, especially as we grow older, our survival instinct and risk-tolerance is never far from our thoughts in our daily decisions and actions.

Association leaders need to embrace a model of stronger partnership with staff and staff needs to avoid working from a place of self-preservation.  Retirement shouldn’t begin until after you retire.

Courage:  Building upon the previous point, let’s not diminish the simple fact that as association professionals it’s also our responsibility  to stand up and be courageous when the situation and circumstances arise.  There’s a vast difference between disagreeing and being disagreeable and we must be develop both our mental AND emotional intelligence in asserting our leadership.    

Self-importance:  As association professionals, we must never lose site that no matter how prominent or visible the role or compensation level, our job is to serve the substantive mission and goals of our organizations.  We are all merely a singular part of the multiplicity required to be successful and the legacy which has brought us to this present day.  While some might view themselves as “landlords”, the simple fact is we are mere “tenants” passing through help to propel the organization forward until the day comes that we pass the torch to the next generation.

As for associations and association leaders, they must never forget the same.  Ultimately, the mission of associations and role of volunteer leadership has always been about what we can “deposit” and leave behind rather than what we can take from the organization.  Entitlement and ego-driven expectations only drains resources and detracts from the impact of our associations.

Club Mentality:   We live in a world of introverts and extroverts and as has recently been illustrated through the work of authors, like Susan Cain, there is a gold mine of untapped potential out there when it comes to introversion.  Yet extroverts often rule the day in terms of association leadership.  It’s tough to “break in”, to knock on the door, to join the circle, to gain acceptance or to go out of your way to mentor newcomers.  When someone musters the courage to walk into the room, send that email, make that phone call or step forward in an unfamiliar environment where everyone appears to have been best friends since birth, often times they end up walking out of that room after having stood awkwardly alone for too long, never to return.  Just think, the future of your association may have just walked out of the door.

We must leave the security of our own comfort zones to encourage and inspire the next generation.  Even more, we must carefully avoid erecting the walls which often result from insular associations which recycle their leadership year-after-year.

Embracing the importance of “partner” and purging the mentality of “vendor”:  Though I was an association executive for eight years, I’ve been an industry partner for the past five years.  I became an industry partner because I knew there was more I could do to help advance the future of associations.  Prior to leaving the association side, I was doing so much volunteer work within the industry that I thought I could do so much more serving multiple associations as opposed to only one.  In doing so, I’ve embraced more stress, more uncertainty, endless hours of uncompensated work, rejection, discourtesy, unpredictable income, overhead, expenses and mind-boggling tax requirements simply to have the opportunity to be in a better position to help shape the future of our industry.

We must stop treating industry partners like second-class citizens with a level of disrespect and discourtesy that would be grounds for termination if you treated a co-worker the same.  It’s time we break down the wall between association executives and industry partners to embrace the reality we are in this “ship” together for exactly the same reasons.   

Resistance to Change:  While change in our society continues to accelerate in reshaping our business and behavioral landscape, we cannot afford to lag behind in embracing, experimenting, testing and adopting change within our associations.  We need to continually ask ourselves the questions, “What do we need to START doing” and “What do we need to STOP doing”… yesterday.

From my vantage point, the rise and increasing role of digital media orbiting our daily lives and subsequent behavioral and attitudinal changes is the most significant trend to face associations since the dawn of associations.  Yet as streaming digital media continues its inevitable march toward overtaking traditional broadcast media, I see so many associations falling behind in fully leveraging and integrating the role and opportunity of digital media within their organizations at a time when they continue to spend hundreds of thousand dollars a year on glossy print publications.  Video has been dominating the epicenter of the for-profit, marketing, brand, broadcasting and advertising world for a number of years now.  However, pick up a program schedule for the next major association industry conference and see how many programs you find focusing on digital video, broadcast and streaming strategy/practice.

Chasing the Past into the Innovation Abyss:  Associations must shift their often disproportionate focus on preserving their past to truly building their future.  Our trajectories cannot be based on “the way we’ve always done things” or what other associations are doing, but rather on the direction the rest of the world has already been heading for the past couple of years.

Research data and benchmarking is merely a snapshot in time.  By the time it becomes actionable it’s already outdated.  Evidence is certainly important, but we must not be afraid to also incorporate instinct and experimentation into our road map.  Further, we must be willing to embrace failure as merely a course correction toward success.  Think about it, every technological innovation we utilized within our daily lives was a result of someone who was willing to experiment.

Overemphasis of Member-Centric Mentality:  Membership is indeed essential from both a revenue and substantive standpoint.  But too often we spend the majority of dollars and resources focusing on the narrower audience of members compared to the much larger universe of prospective “customers” out there.  We must broaden our view of who our associations are actually serving in practice as compared to our principles.

“Fish in the Barrel” Syndrome:  In my experience, membership development has often been a process dominated by “fishing in the barrel” of the associations.  More often than not, we are not doing enough to get outside the “walls” of our association.  Even more, it’s not enough to simply travel beyond the walls, we must set up permanent “outposts” beyond those walls to maintain an open channel of engagement with our non-members/customers.

… are the thoughts flowing yet?

April 11, 2014 at 11:08 am Leave a comment

5 Reasons Associations are Hardwired for Web TV Success – A Glimpse into the Future of Association TV

By StuarSM_12-4-12_edited-2t Meyer

As a primer for this article, I encourage you to watch the short two-minute video below which gives you a glimpse into the future of association TV.

If CNN, NBC or ABC walked into your office today and said they want you to create a compelling TV channel around your association, what would it look like?  What types of programs would you find there?

How about that, you’re already thinking beyond YouTube.

In my years as an association executive, TV coverage in any form was always the highly sought-after pinnacle of our public relations strategies.  From satellite media tours to opening up dialogue with producers of the Showtime original series Nurse Jackie, I experienced the full spectrum.

The challenge of achieving TV coverage always resided in the fact that coverage was scarce, short-lived, imprecise in reaching your target audiences and usually fairly expensive to capture the attention of networks.  When we did finally line up media coverage it was usually limited to research or governmental affairs objectives.

I’ve always envisioned the infinite possibilities presented by a scenario in which associations had their own TV network comprised of targeted channels and programming content.  If we can’t get members and stakeholders to our association in person, it would be the next best thing.

Why?  Simply put, compelling TV and film takes you there with minimal effort required.  As producers, we serve as your guides on that journey and ensure we make stops at all the key story points along the way.  Soon, you’re forming bonds and relationships with these subjects on the screen who have welcomed you into their lives.

The mistake so many associations have made when it comes to video strategy is the mistaken belief that anyone who has a camera in their hands is a producer.  I believe a camera is like an instrument and producing compelling video-based media storytelling, not to mention episodic series and feature-length programming, is an art.  Just because one goes to the art store to buy a canvass, paints and brushes does not mean they are about to paint a masterpiece.

Fear not, it’s all a part of or the evolutionary media and communications continuum.  As for association TV networks, the opportunity is already here thanks in part to high-speed internet streaming distribution, mobility, audience behavior, incredibly robust video platforms, an abundance of creative talent and a big reduction in the cost of the technologies and equipment required to produce high quality programming.

Chances are your association is more prepared than you think.  Here’s five reasons why:

1) BUILT-IN START-UP AUDIENCE:  Associations already have a base membership which provides an audience foundation to build open, which ultimately can reach well beyond the walls of the organization.

2) SPONSORS:  Associations already have sponsors who provide financial support in exchange for positioning, promotional and other opportunities to be aligned with the organization and its members.  These same sponsors become a funding basis for web TV network and programming efforts.

3)  STORIES & CONTENT:  From member stories and public figures to an abundance of educational, research and networking-oriented content, associations have the building blocks for web TV content and programming.

4)  EXISTING COMMUNICATIONS INFRASTRUCTURE:  Marketing and promotion is a significant key to success in the TV and film industry.  Associations already have the marketing, communications, publishing and PR infrastructure to ensure it’s TV network reaches members on all levels through both promotion and integrated TV content within existing communication vehicles.

5)  A VITAL NEED TO FIND NEW WAYS TO DEEPEN ENGAGEMENT & SENTIMENT: 
Never has there been a time when it was more important for associations to elevate its visibility in creative and compelling new ways.  Today, we live in a literal ocean of information, networking options and subject-matter “authorities”.  The key to the future of associations it finding ways to rise above the noise and web TV is that vehicle.

Start the dialogue today, plan a board education session, initiate creative planning… do whatever you can to take the next step.

With 14 years of association experience matched by a lifetime of creativity in music and film, Stuart Meyer is President and Founder of Social Frequency Media Communications.  He can be reached by clicking here

January 30, 2014 at 3:07 pm Leave a comment

25 Brand Best Practices in Content-Based

25 Brand Best Practices in Content-Based Marketing… a must read at http://ow.ly/oHIVw

September 9, 2013 at 10:05 am Leave a comment

Ad Hoc Learning – 7 Trends Pushing the Popularity of Simplified Web Video-Based Education and Learning in Associations

by Stuart Meyer

Learn as if you were to live forever”.  Ghandi

SM_12-4-12_edited-1A few years ago, I served as a contributing author and speaker on ASAE’s Decision to Volunteer research project and publication where we popularized the term “ad hoc volunteer”.  An ad hoc volunteer is one who engages in a single-task volunteer assignment as opposed to a volunteer serving a formal long-term commitment on a committee or project team.  While we uncovered the opportunities presented by ad hoc volunteer roles, including increasing levels of loyalty and personal investment, we also learned that the formal governance structure of associations needed to become better equipped to leverage the potential of ad hoc volunteers.

Today, we’re learning the desire for ad hoc association participation is not limited to volunteerism.  In simplified terms, “ad hoc participation” from a member perspective means I don’t presently have the time for formal participation but desire opportunities for informal participation as time and interest warrants.  Further transposed to the evolving media world around us, it could be characterized as the “I want what I want when I want it and how I want it” trend.

The notion of “ad hoc learning” is certainly not a new concept as just about every conference pre/post evaluation survey and focus group I’ve conducted over the years always highlights the transforming experience and value of peer-to-peer informal learning and education-based networking… that “aha” moment when we’re standing at a conference during a break having a substantive conversation with another attendee and suddenly the “light bulb” finally goes on and our professional plight feels a little less lonely.

The opportunity for associations is determining how to satisfy this “everything-on-demand” generation of customers/members as a bridge to strengthening value, engagement, brand sentiment, loyalty and deepening levels of involvement.  The question is… will we continue to make them come to us or will we find better ways to go to them.

As we look out upon current trends, the notion of learning and how we gather the information we need, it’s certainly far from a news flash that much has changed over the past 10-20 years.  The key opportunity and strategy I see each and every day in my work is to simplify learning and access to learning as much as possible as an “everyday learning” compliment to our more formal means of web-based learning.

Let’s take a look 7 key trends driving our associations toward the demand for on-demand video-based ad hoc learning.

1) Video vs. Text Preferences

In 2010, Forbes shared a series of findings relating to web-based video.  According to their data, 59% of senior executives prefer to watch a video instead of reading text, if both are available on the same page.  80% are watching more online video today than they were a year ago. Finally, more than half of senior executives share videos with colleagues at least weekly and receive work-related videos as often.  From a consumer standpoint, in 2012 Retail Touchpoints reported that consumers who viewed video were 174% more likely to purchase than viewers who did not.  Whether using informal video-based learning as a compliment to text articles or the other way around, the opportunity to deepen the experience and sharing is clear.

2) Mobile Technology and Rise in Screen Time

The explosion of mobile smartphones and tablet devices continue to require us to determine how we optimize our content/product/information/services to best suit life on a mobile device screen and situational consumption patterns.  Google has suggested that within the next couple of years, nearly 90% of web traffic will be video-based mainly due to the rise of mobile technology.  Single topic video-based ad hoc learning lends itself to the mobile experience.

3)  TEDtalks

TED, short for Technology, Entertainment and Design, is non-profit organization driven by a global grassroots movement to advance “ideas worth sharing”.  A major component of TED is their online video TEDtalk series which are typically highly topic-focused presentations delivered during TEDx events which take place all over the world.  In a nutshell, TED has conditioned us toward ad hoc web video-based learning and over the past year my company, Social Frequency Media Communications, has worked with a number of clients in producing TED-style web video series as a form of simplified ad hoc learning… ranging from virtual speaker showcases to multi-episode topic-driven video series.

4)  Time… or the Lack Thereof

Dr. James McQuivey, Vice-President of Forrester Research, has been quoted as saying “a minute of video is worth 1.8 million words”.  Produced properly, video is a simple yet powerful form of communication that is more like a sit-back form of entertainment as opposed to a sit-forward mental activity.  Where once we were only “connected” if we were sitting in front of a PC, today we are continuously connected to our devices and, increasingly, through web-enabled smart TVs.

5)  Every other aspect of your customers/members lives

Your association’s customers/members live in a world of on-demand instant gratification options and your competition is every other form of streaming media, including Netflix and Hulu.  The difference between today’s online association video practices and the early days of low-viewership poor quality flip cam video is strategy, quality, marketing and distribution.  A simple eye-opening exercise is to compare your current lineup of YouTube videos side-by-side with your glossy association magazine and ask yourself if there is an equitable commitment/investment in production quality.  When it comes to our magazines, webinars, conferences and annual meetings we leave very little to chance in terms of production, marketing and promotion.  It’s time for associations to invest the same amount of energy in web video broadcast practices as poor quality cheapens both brand and credibility where high quality serves the strengthen brand and credibility.

6)  Rise of Niche, the Decline of Linear

Chris Anderson, author of The Long Tail, advances the notion that “The niche is now king, and the entertainment industry – from music to movies to TV – will never be the same.”  Let’s face it, if your association’s video-based learning strategy isn’t generating series of content focusing on every possible niche topic within your profession the reality is someone else will do so.  The opportunity is great with the main risk being inaction.   Further, instead of producing a single linear 45 minute learning-based video, break it up into more “bite-size” narrow topics and present a series of shorter, more focused videos given the viewer the option to view everything or to focus only on the topics most relevant to them.  Additionally, putting the viewer in control of what they watch can also increase additional views and sharing.

7)  The Opportunity of Portability

When it comes to our association publications, we’ve always dreamed of the “viral” scenario in which each issue is carefully routed around the office getting in front of as many people as possible.  Today, online video is portable not only in the sense we can take it anywhere we go via mobile technologies but the url-based format simplifies online portability in our ability to easily share video with others either through email, text or social channels.  If video-based learning content is locked down in an LMS or only available via a live webinar, a big portion of the opportunity is lost.  For this reason, its important to treat your ad hoc video-based learning strategy as a compliment to your other formal education programming.

So there you have it, a look at the evolution and trends surrounding web video-based ad hoc learning within associations as a means to strengthening value, engagement and brand sentiment.  To see an example of what it looks like, click here to see a 4-part AAO-HNS web series which was produced by Social Frequency Media Communications.

Stuart Meyer is President and Founder of Social Frequency Media Communications, a turnkey new media innovation and production company with 12 years of association management experience dedicated to helping associations develop, integrate, produce and manage a strong web TV broadcast network and presence.  He can be reached at stuart(at)socialfrequency(DOT)net

June 26, 2013 at 11:00 am Leave a comment

Every photo tells a story, check out our

Every photo tells a story, check out our rotating cover page at Social Frequency http://ow.ly/aAuEA

April 29, 2012 at 10:03 am Leave a comment

How Madison Avenue is turning the Web In

How Madison Avenue is turning the Web Into TV… yet another sign of the rise of internet TV http://ow.ly/adatl

April 11, 2012 at 8:22 am Leave a comment

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